The Wrong Person for Financial Advice

If Your Client Hears This from a Friend First... It's Too Late

If a client hears about a planning strategy, from charitable trusts to buffered solutions to private market access, from someone else before they hear it from you" you're already playing catch-up.

In this clip, Chris Jeppesen and I talk about what happens when advisors take a passive approach to client conversations. It's not enough to wait for a client to ask about tax alpha, alternative investments, or legacy planning. If you aren't proactively drawing out unspoken needs and integrating those solutions into your process, someone else will, and that's how competition gets exposed.

You'll also hear how to shift from pitching products to positioning solutions. This isn't about saying "we do that too." It's about leading with relevance and making your process the central hub of your client's entire financial life.

This clip is an excerpt from episode 76 of the "Always On with Duncan MacPherson' financial advisor podcast Chris Jeppesen, Chief of Advisory Practices at First Trust. Stream the entire episode on your favorite podcast channel. Links below:

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